Category Archives: Uncategorized

This episode of 3 Minute Rounds discusses WHY you need to have a target market. Sales people are often told they should have a target market. But why? Target markets help create a specific customer base for your business. I will explain what a target market is, the value of having a target market, and […]

If you’re new to business networking, you probably have way more time on your hands than market on the books. As in more time than market. As in no marketplace. As in no book of business. As in no business. As in no business on the books. As in nada.

My mom, Sherry Goldberg, lost her battle with Parkinson’s disease last week. She had been a shell of herself over the last ten or so years and, frankly, it’s very difficult to remember the good times. The great times. Even the sound of her words is difficult to recall. Growing up, mom was always the […]

In this issue of 3 Minute Rounds, I discuss ways to effectively network online — and how online networking can support face-to-face business networking meetings. Your goals should be to join groups that are consistent with your marketplace.

In this issue of 3 Minute Rounds, I build on the last round to help you develop your elevator pitch (also known as elevator speech). In this video, I’ll discuss the rules for crafting your PEEC Statement to help you introduce yourself to others effectively and concisely while at a networking event — or even […]

An elevator pitch is really a positioning statement — a way to tell someone what you do concisely, effectively and accurately. This is especially important in a business networking scenario, as you introduce yourself to people you are meeting for the first time.

What if there was more of an effort to recruit the right candidates and have more experienced sales producers available to help them generate more business? Many more would succeed and the team (agency, branch, or whatever) would have much higher retention and production.

I co-lead a networking group that meets every other month in a major city. To attend the meeting, you must be invited. If all goes well, attendees get invited back. But they don’t all get invited back. Here are a few business networking tips for how NOT to get another invitation.

Having a target market makes it easier to determine where to go, what to say, and with whom. (Think about that for a minute!). And it makes you much more referable to those in the know – clients, associates, referral sources, family, friends, former employers, and the like.

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I have picked up five clients with asset totals in excess of $3,000,000 and commissions over $30,000. Michael has given me the skills to begin speaking, which is my best opportunity to grow my business.

Jay Rovert Financial Services Representative

Michael helped me gain direction… I have gained the confidence to deliver seminars and make connections. As a result, I have made two sales using Michael’s techniques that resulted in over $5,000 GDC.